We have all heard the adage that a good salesperson can sell ice to an Eskimo. But a salesperson with integrity will ask, "Does that Eskimo really need ice, and if not, why are you selling it to him or her?" The question implies that sales people, entrepreneurs, contract employees and business owners must do their absolute best to come off as honest and not shady.
Think about those TV commercials for attorneys. There are two types - the ones who try to act sincere about how they really want to help, and the ones who scream and boast about how much money they get their clients. Neither is awesome, but the latter comes off like a used car salesman. Integrity? I'll plead the fifth.
Selling on need means that there needs to be a discussion (short or long) to find out what the client's needs are. And everyone has different needs, despite what some of the financial "gurus" in the media assume when they give generic advice. That discussion will let everyone involved in the sales process know that we are doing our best by our client.
The Funny Part
I was speaking to the Regional VP for Disability Sales at one of the insurance carriers I represent. We were discussing a YouTube video I had made a few months earlier titled "Can Zombies Get Life Insurance?" In that conversation he asked if vampires could get Long Term Care insurance. "Well, you certainly wouldn't sell them a policy with a lifetime benefit because they don't die. A company could go broke paying that claim!" Once again, this guy showed me why he's a lot smarter than I am.
But the conversation made me think. For several weeks, I have considered the "vampire market" and wondered if there were suitable products for such a niche market. My list looked like this.
- Life insurance - Vampires don't die, unless by a wooden stake or sunlight. Life coverage may not be necessary.
- Accident insurance - Most accidents will cover severe sunburns, as well as wooden stakes that accidentally pierce the heart.
- Long Term Care insurance - I'm not sure if being "undead" is a chronic illness.
- Disability insurance - Tricky, because we are assuming that vampires have incomes to protect.
- Medical insurance - Assuming vampires need to be hospitalized, what doctor would know how to treat them?
Chris Castanes is the president of Surf Financial Brokers, helping people find affordable life, disability, long term care, cancer, accident and other insurance coverages in North Carolina, South Carolina, Virginia, Tennessee and Georgia. He's also is a professional speaker helping sales people be more productive and efficient, and has spoken to professional and civic organizations throughout the Southeast. And please subscribe to this blog!